Kansas-based David Landwehr started his long term care insurance business in 1992. In that time, he has built what he refers to as a “three-legged stool practice.” Essentially, he works with baby boomers who need LTCI, as well as seniors who need help in two areas. One area is in deciding whether Medicare Advantage or a Medicare supplement is their best option; in the other area, he consults with eligible World War II or Korean War veterans (or their widows) to help them obtain a disability/long term care pension. David sees his practice as being in place to help guide seniors — a mission reflected in his firm’s lighthouse logo.

Q: How many phone calls do you make a week to set appointments?
DL: I have outsourced prospecting phone calls for at least 10 years.

Q: What LTCI policy do you sell the most these days, and why?
DL: United of Omaha’s CASH First coverage, because it provides cash and flexibility for family member caregivers, a calendar-day elimination period, and a monthly benefit versus daily benefit.

Q: Think back to when you graduated; what did you plan to be back then?
DL: I have a love for electronics, and I sold electronics. I started a car stereo place at age 27, then was a top salesperson for a Japanese electronics firm, selling the first fax machines to hotel chains. We won a two-week trip to Japan based on our sales.

Q: What hobby do you most enjoy or would like to try next?
DL: I’ve been shooting pool since I was a young man. I’m even in a pool league.

Q: What is your favorite drink?
DL: Milk. I don’t drink coffee, Coke, or alcohol.

Q: What makes you happy?
DL: Family. I’ve got four grandkids and two sons, along with my wife, who all live in Wichita. Family makes you smile.

Q: How old were you when you bought your own LTCI policy?
DL: 44

Q: What’s your personal plan for long term care?
DL: I have coverage for assisted living and nursing home with contingency for home care. I figure if I have a two ADL losses [activities of daily living], I’ll go to the assisted living facility.

Q: How many claims have you seen?
DL: 300 or so

Q: Can you share a resource, service, program, or piece of software that has been critical to your success?
DL: Advisor’s Assistant [client marketing software] works beautiful for my business. It has a great follow-up capability. I can IM to other agents, scan in all schedules of benefits pages — lots neat stuff.

Q: BlackBerry, iPhone, or other?
DL: Other — a cell phone that I don’t use much. I use my Verizon Satellite card to get online when I’m out of the office. I do lots of Internet sales in other states, including Web marketing and association sales.

Q: How many more years do you see yourself doing this?
DL: Eight to 10 full time, then down to part time. I’m grooming my sons to take it over.